Federal Sales Manager (Civilian)

TL;DR

Federal Sales Manager (Civilian): Driving revenue growth and managing strategic relationships within the federal civilian vertical with an accent on complex contract negotiations and territory development. Focus on building a robust sales pipeline, conducting high-level product demonstrations, and securing new business within the Defense Industrial Base ecosystem.

Location: Must be based in the United States. Role requires travel to San Francisco, CA or Chicago, IL for initial onboarding and moderate travel to the DC area.

Salary: $288,000 – $396,000 USD (OTE)

Company

Okta is a leading identity and access management provider, building neutral infrastructure to secure AI and human identities for organizations worldwide.

What you will do

• Develop and expand federal accounts within the civilian vertical to meet or exceed revenue targets.
• Build a robust sales pipeline through proactive outbound account engagement.
• Cultivate long-term strategic relationships with key federal stakeholders.
• Lead complex contract negotiations and represent the company in professional sales presentations.
• Collaborate with internal and external partners to drive product adoption across the Defense Industrial Base.

Requirements

• Must be a U.S. Person (Citizen, National, Lawful Permanent Resident, Refugee, or Asylee) to access federal environments.
• 12+ years of experience in technology sales, preferably within the FSI or federal space.
• Proven track record of closing complex service and solution sales in competitive environments.
• Extensive existing network within the Defense Industrial Base.
• Strong verbal and written communication skills with the ability to articulate complex value propositions.

Culture & Benefits

• Comprehensive health, dental, and vision insurance coverage.
• 401(k) retirement plan with company contributions.
• Flexible spending accounts (HSA/FSA).
• Generous paid leave including PTO and parental leave.
• Commitment to social impact and fostering a global, innovative community.